Monday, September 14, 2009

If you're going to sell more every year, you need to get better every year. Salespeople who think they're done learning are usually just done. And that's OK if your closing question is "Do you want fries with that?"

There is an abundance of sales books, tele-seminars, podcasts, webinars, and sales training programs available today. What are you waiting for?

So where should you focus? Start by honestly answering a few of these questions:

* How much preparation are you putting into each call?* Are the questions you ask thought-provoking or mind-numbing?* How valuable are your ideas (i.e., would prospects pay for them?)* What are the top three obstacles that prevent deals from closing?* How do you clearly and concisely address these obstacles?* What are you doing every week to help build better relationships?

Make a commitment right now to sharpen some of your selling skills. I'm confident it will help you win more opportunities and create more success!

It takes courage to admit you could be a better sales rep and confidence to believe you can change; it takes nothing to create excuses.